A Step-by-Step Guide To Building a Lead Magnet for B2B Sales Lead Generation

Setting sales goals for your inside sales team may appear difficult, but by taking the time to develop clear and attainable targets, your team will be able to accomplish remarkable success.


If that’s the case, how will you set attainable targets for your inside sales team? In this blog, we’ll share the details about setting the goals for an inside sales team that will effectively increase sales productivity.


  1. Set realistic goals


Set attainable targets for your inside sales team. You will be disappointed and frustrated if your expectations are too high, and your sales crew will lose drive.

Equally, if your goals are too low, you won’t be challenging your team enough, and they’ll quickly become bored. The key is finding a happy medium and setting achievable goals that still require effort. 


Inside sales teams, for example, are frequently measured by the number of calls made, appointments arranged, and sales closed. So, a worthy goal to develop might be ‘make 100 calls per day, ‘set 10 appointments per week’, or ‘close two deals per month. Setting achievable but challenging goals will keep your team engaged and motivated and help them to reach their full potential. 


When setting sales targets for your team, keep the following elements in mind:

  • What are your business’s overall objectives?
  • What are your sales team’s capabilities?
  • What is the current sales pipeline?
  • What is the sales cycle?

Having set targets will help you map out your goals and make them more attainable.


  1. Break your sales target


When setting sales goals, it’s essential to consider the needs of your inside sales team. Their job differs from traditional salespeople, who typically build relationships and generate new leads. Instead, they are in charge of closing agreements and producing results. Their goals should reflect this difference. 


Begin by considering your total sales targets when developing practical goals for your inside sales staff. Then you can divide these goals into particular quotas for each rep. Once you’ve determined what you want your team to accomplish, you can set quantifiable goals to keep them on track.


  1. Goals in line with the overall strategy of your business 


Ensure that your sales objectives are in line with your company’s overall plan. Inside sales teams should work towards the same overarching objectives as the rest of the business.


If your company wants to increase its market share, for example, the inside sales staff should concentrate on generating new leads and completing new business. Similarly, if your company wants to increase income, the inside sales team should concentrate on upselling and cross-selling existing customers.


  1. Promotion and incentive


Inside sales teams are responsible for generating revenue through direct contact with potential customers. To properly incentivize your inside sales team, you need to consider what motivates them and how you can align those motivations with your business. 

While every team is unique, some frequent motivators include recognition, cash benefits, and opportunity for career progress. You may motivate your sales force to perform at their peak by providing incentives that fulfil these needs.


Related: How to Recognise and Reward Your Team Members’


  1. Provide adequate resources and support


This includes data and market intelligence access, quality leads, and adequate funding. Without these resources, it will be difficult for inside sales teams to hit their targets. In addition, businesses should provide training and development opportunities for inside sales representatives. Finally, businesses can create a more effective and efficient sales force by investing in growth. 


You now understand why sales targets are critical for an inside sales staff. We have discussed various methods for setting goals for an inside sales team. As a result, you can maximize your team’s potential and achieve the target sales quota for an extended period.


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